Andy Mewborn

Distribute.so

I use to be young & cool. Now I do b2b SaaS. 

Husband. Dad. Ironman. Pilot. Taco lover. 

Founder of Distribute // Co-founder of Taplio (acq. by Lemlist) // Early @ Outreach.io.

Creator

A community of over 4,000+ B2B professionals growing together on Linkedin.

• "Brand30 absolutely did wonders for my business." -Maritha Koortzen

• "Brand30 changed the trajectory of my life...To say it’s opening doors for me is an understatement" - Amanda Stern

• "Brand30 provided the group accountability and expert advice I needed to more than double my LinkedIn engagement in just one month" 

🚀 Start Building An Audience Of Potential Buyers On LinkedIn In 30 Days👇

• https://www.brand30.io/

most sales reps kill deals with their follow-ups (here’s how to fix it)

so i’ve been in sales for a while, and the one thing that still blows my mind? how many reps completely tank their chances with shitty follow-ups. not because they’re spamming people, because they’re sending nothing.

"just checking in"
"wanted to circle back"
"following up on my last email"

like, checking in on what? you never gave them anything to actually respond to. prospects aren’t mind readers. if you don’t say something useful, they’re gonna ignore you.

so what actually works? here’s what i’ve seen:

instead of "just following up," try:

"i recorded a 2-min video showing how [similar company] cut their onboarding time by 40%. thought of you because you mentioned this was a bottleneck last time we talked."

instead of "wanted to circle back," try:

"saw this article about [industry trend] and immediately thought of our convo. the part about [specific insight] lines up with what you said about [their challenge]."

instead of "any updates?" try:
"quick question, are you still focused on [goal they mentioned], or have priorities shifted? context changed, so i don’t want to waste your time."

the pattern here is simple:

• give value first
• show you actually listened
• make it about them, not your quota
• make it easy to respond (ask a specific question)

i built a tool that does this automatically. it pulls call recordings, videos, and docs into one link so you’re not just sending another empty "checking in" email. not because reps are lazy, because prospects are busy, and they don’t have time to guess what you want.

Andrew Mewborn

Sellers

Should you ever badmouth competitors during sales calls?

A) Always - Highlighting their flaws strengthens our value proposition
B) Strategically - Only when directly asked about specific weaknesses
C) Rarely - Focus on our strengths without comparative negativity
D) Never - Unprofessional and damages industry relationships

P.S. - 15,000 sellers stopped writing follow-ups. Take the 2-min quiz to see what they switched to: https://lnkd.in/eNYQ3DeQ

Should you ever badmouth competitors during sales calls?

Sellers

Is cold calling dead in 2026?

A) Yes - Buyers avoid unknown calls completely now
B) Mostly - Only works when highly personalized with research
C) Still viable - Just needs better targeting and messaging
D) Stronger than ever - Digital channels are oversaturated

P.S. - 15,000 sellers stopped writing follow-ups. Take the 2-min quiz to see what they switched to: https://lnkd.in/eNYQ3DeQ

Sellers

What’s the worst sales advice you’ve received?

A) “Always be closing” – Aggressive pressure turns prospects off
B) “Fake it till you make it” – Authenticity matters more than acting
C) “Price isn’t a problem” – Dismissing budget concerns backfires
D) “Never take no for an answer” – Respect boundaries to build rapport

P.S. - Still writing follow-ups manually? This 60-second quiz builds you an AI system that does it for you: https://lnkd.in/eNYQ3DeQ

What’s the worst sales advice you’ve received?

Sellers

When is the most effective time to give a demo to a prospect? 

A) Early in the sales process – To quickly showcase the product's value and capture interest.
B) After a thorough discovery call – Once you have a clear understanding of their needs and challenges.
C) Just before the closing phase – When the prospect is already considering a purchase.
D) Only on request – Waiting for the prospect to express interest ensures they're engaged.

P.S. - If your follow-ups take longer than 60 seconds, you're doing it wrong. Take the quiz: https://lnkd.in/eNYQ3DeQ

When is the most effective time to give a demo to a prospect? 

Sellers

Should you maintain relationships with clients post-sale without concrete upsell potential?

A) Always - Future opportunities emerge unexpectedly
B) Only if they initiate contact
C) No - Focus energy on active pipelines
D) Never - Emotional labor ≠ compensation

P.S. - Took me 2 min to find out I was wasting 11 hrs/week on follow-ups. Take the quiz, get your number: https://lnkd.in/eNYQ3DeQ

Should you maintain relationships with clients post-sale without concrete upsell potential?

Sellers

Cold-calling prospects’ cell phones after 6 PM – hustle or harassment?

A) Harassment – Respect personal time
B) Hustle – Prime time to catch execs
C) Depends – OK if prior interaction exists
D) Mandatory – Quota > bedtime

P.S. - Still writing follow-ups manually? This 60-second quiz builds you an AI system that does it for you: https://lnkd.in/eNYQ3DeQ

Cold-calling prospects’ cell phones after 6 PM – hustle or harassment?

Sellers

Should you trash talk competitors to win deals?

A) Always – War is war, and deals are war 
B) Subtly – Plant seeds of doubt strategically
C) Never – Makes you look desperate and weak 
D) Only if they started it – Fair game then

P.S. - Steal my 1-pager email follow-ups: https://lnkd.in/eQr9JQhq

Should you trash talk competitors to win deals?

Sellers

Do good looks matter in sales?

A) 100 % – Beauty opens doors before product does
B) A bit – Looks earn attention, skill seals the deal
C) Barely – Confidence > cheekbones
D) Zero – Quota is blind to pretty faces

P.S. - Still writing follow-ups manually? This 60-second quiz builds you an AI system that does it for you: https://lnkd.in/eNYQ3DeQ

Sellers

Is AI replacing salespeople or empowering them?

A) Replacing – Only top 20% of reps will survive automation
B) Empowering – AI handles admin, humans handle relationships
C) Overhyped – Human psychology can't be automated
D) Transforming – The role evolves but never disappears

P.S. - 15,000 sellers stopped writing follow-ups. Take the 2-min quiz to see what they switched to: https://lnkd.in/eNYQ3DeQ

Is AI replacing salespeople or empowering them?

Sellers

Remote selling vs. in-person: Which closes more deals?

A) Remote wins – Efficiency and scale beat face-to-face
B) In-person dominates – Trust requires physical presence
C) Hybrid approach – Use both strategically based on deal size
D) Industry dependent – Complex B2B needs in-person relationships

P.S. - If your follow-ups take longer than 60 seconds, you're doing it wrong. Take the quiz: https://lnkd.in/eNYQ3DeQ

Remote selling vs. in-person: Which closes more deals?

Sellers

Which comp structure would you rather live on?

A) 70 % base / 30 % commission – stability rules
B) 50 / 50 – balanced risk-reward
C) 30 / 70 – big swings, big wins
D) 0 / 100 – eat what you kill, baby

P.S. - Steal my 1-pager email follow-ups: https://lnkd.in/eQr9JQhq

Which comp structure would you rather live on?

Sellers

Who's harder to sell to?

A) CFOs – Every penny is their first-born child 
B) CTOs – They'd rather build than buy 
C) CEOs – Good luck getting past their gatekeepers
D) Procurement – Where deals go to die slowly

P.S. - Took me 2 min to find out I was wasting 11 hrs/week on follow-ups. Take the quiz, get your number: https://lnkd.in/eNYQ3DeQ

Sellers

What's the biggest lie in B2B sales?

A) "I'll circle back next quarter" (They won't) 
B) "Budget isn't an issue" (It always is) 
C) "We're the decision maker" (Committee of 12 enters chat) 
D) "Your product is perfect" (Here comes the ghosting)

P.S. - Steal my 1-pager email follow-ups: https://lnkd.in/eQr9JQhq

Sellers

Is "fake it till you make it" acceptable in enterprise sales?

A) Essential – Confidence sells more than competence 
B) Sometimes – Strategic bluffing is part of the game 
C) Risky – One Google search can tank your credibility
D) Never – Authenticity beats artifice every time

P.S. - Took me 2 min to find out I was wasting 11 hrs/week on follow-ups. Take the quiz, get your number: https://lnkd.in/eNYQ3DeQ

Is "fake it till you make it" acceptable in enterprise sales?

Sellers

How do you respond when a prospect ghosts you late in the deal?

A) Persistence: Keep following up until you get a response, showing your commitment to helping them.
B) Pause and Reflect: Give them space for a while, then reach out with a new angle or valuable insight.
C) Closure Attempt: Send a "break-up" email to prompt a final decision, making it clear you're moving on.
D) Seek Feedback: Reach out for feedback to understand what went wrong and learn for the future.

P.S. - If your follow-ups take longer than 60 seconds, you're doing it wrong. Take the quiz: https://lnkd.in/eNYQ3DeQ

How do you respond when a prospect ghosts you late in the deal?

Sellers

Swearing on a discovery call: power move or career-ending?

A) Fireable – Keep it squeaky-clean, sailor
B) Situational – Mirror the prospect’s vibe
C) Adds spice – Curses = authenticity
D) Essential – If you ain’t cussin’, you ain’t closin’

P.S. - Steal my 1-pager email follow-ups: https://lnkd.in/eQr9JQhq

Swearing on a discovery call: power move or career-ending?

Sellers

What's the most overrated sales skill?

A) Objection handling – Good discovery prevents objections 
B) Closing techniques – Desperate and outdated 
C) Product knowledge – Buyers know more than you anyway 
D) Rapport building – Nobody cares about your weekend

P.S. - If your follow-ups take longer than 60 seconds, you're doing it wrong. Take the quiz: https://lnkd.in/eNYQ3DeQ

Sellers

Who makes better B2B salespeople?

A) Former athletes – They live for competition & teamwork 
B) Theater kids – Natural performers who command attention 
C) Engineers – They speak the customer's language 
D) Career salespeople – Nothing beats pure sales DNA

P.S. - 15,000 sellers stopped writing follow-ups. Take the 2-min quiz to see what they switched to: https://lnkd.in/eNYQ3DeQ

Sellers

Is "ghosting" prospects ever acceptable?

A) Yes - Time management requires cutting unresponsive leads
B) Only after 3+ unanswered follow-ups
C) Rarely - Persistent nurturing eventually converts
D) Never - Professional courtesy always required

P.S. - Took me 2 min to find out I was wasting 11 hrs/week on follow-ups. Take the quiz, get your number: https://lnkd.in/eNYQ3DeQ

Real Estate Investor and CEO at MAK Capital | Luxury Storage Developer | 200+ CRE units | Financial Freedom Mentor

I’m Marc Kuhn and in 1994 I started my construction career with my Dad. I started at $1 per hour and got a $1 raise every year as I worked for my dads construction company. 

In 2010, I left my hourly job with $2,500 in my bank account. 

I started my entrepreneurial path and opened MAK Construction, my first business. I’ve grown the construction company to over $25 million a year. We develop commercial projects both 3rd party and investment projects for our investors. 

Since 2018, we have added over 200 units in the Midwest. The benefits of real estate have given me the freedom of time. My goal is to help investors reach financial freedom through real estate. 

Today I own and operate three successful companies that do eight figures a year. 

https://linktr.ee/marckuhn?fbclid=PAAabPuGTp9yBQf1LtvPMccAGv2W9DDPWjJCYvxn3mKnV12VKxsr7s0g8Lc18

2010: MAK Construction: Build and Manage Construction Projects. 
www.makconstructiongf.com

2020: MAK Capital: Let’s passive investors invest in real estate projects beside us! 
Unfollow the herd newsletter: 
www.makcapitalgf.com

2020: CK Agency: Manages Multifamily and Storage properties. 
www.ckagencyllc.com

Marc Kuhn

Tony Robbins owns 110 businesses. $10B in revenue.

Guess what his favorite asset class is?

He says private equity returns the highest on anything he's done.

I believe him.

I was listening to him on The Iced Coffee Hour podcast with Graham Stephan when they asked him about his investment strategy.

Private equity.

• Not stocks. 
• Not bonds. 
• Not crypto. 
• Not even real estate funds.

Direct ownership in businesses.

You know what's crazy? He pays fees. Management fees. Carry. All the costs people complain about.

And it still returns more than anything else in his portfolio.

This is what the wealthy have figured out.

Because when you own equity in a real business, you're not hoping the market goes up. You're controlling the asset that generates cash flow.

Public markets: You own a piece of paper that goes up and down based on what other people think it's worth.

Private equity: You own a piece of a business that produces cash flow every month regardless of what CNBC thinks. 

And if you own enough of it, you have a say in who is running the business, what strategies they use, and how to make it more efficient.

Stocks on your Robinhood app are great because they're liquid, you can buy and sell anytime you want. 

But safe and liquid also means you're playing the same game as millions of other people. 

All reacting to the same news. 
All getting the same returns.

Private equity is different:

→ You control the asset
→ You improve operations
→ You increase cash flow
→ You decide when to exit

That's why the wealthy put money into boring businesses nobody else wants.

Construction. Hotels. Drilling companies. Storage facilities. HVAC companies.

Not sexy. But they print cash.

And cash that you control beats a stock portfolio that moves based on Fed announcements.

I've tried it all. 

Built a stock portfolio. Built a real estate portfolio. Operate businesses.

My businesses always outperform.

Because I can control the outcome. I can't control what the S&P does tomorrow.

If you had $100K to invest today, would you put it in the stock market or buy equity in a boring business?

---

♻️ Repost to start the conversation with others

Follow me Marc Kuhn for daily posts on building wealth with real estate, boring businesses, and ownership mindset

CEO @ MAK Capital | CRE Developer | Guiding You to Wealth with Passive Investments in Luxury Storage & Multifamily Real Estate

My goal as a Dad with 2 daughters:

Teach them "high-agency" life skills.

By the time they're out of the house and off to college, they'll know how to:

• Change a flat tire.
• Back up a truck with a trailer.
• Climb a roof and put shingles down.
• Read and analyze their personal finances.
• Fix what’s broken, and walk a construction site with confidence.

We're raising them to rely on themselves to get through life.

The cool kids on the internet call it "High Agency."

High-agency people don’t sit around waiting for permission, perfect conditions, or someone else to solve the problem. They assume it’s on them to figure it out.

One day, I hope they marry husbands who take care of them. And we'll always be the first to help.

But that’ll be a luxury, not a requirement, for them to solve problems in their lives.

My dad helped me develop this skill from a young age, watching him run a business and working beside him. 

I learned the value of figuring it out, doing the work, and taking responsibility.

That’s the same lesson I want for my girls.

Because if they grow up capable, they’ll never be at the mercy of anyone. And that confidence will carry into everything—family, business, and life.

For the parents out there: 

What’s one skill you want your kids to leave your house with?

--

♻️ Share this with parents in your network
🤝 Reach out if I can be a resource Marc Kuhn

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Unfollow the Herd

📌 𝗜𝗳 𝘆𝗼𝘂'𝗿𝗲 𝗶𝗻𝘁𝗼 𝗽𝗼𝘀𝘁𝘀 𝗮𝗯𝗼𝘂𝘁:

• Building wealth
• Investing in real estate
• Entrepreneur lessons

Give me a follow and check out my free newsletter: marckuhn.substack.com

MAK Capital

📌 𝗝𝗼𝗶𝗻 𝟰𝟬𝟬+ 𝗮𝗰𝗰𝗿𝗲𝗱𝗶𝘁𝗲𝗱 𝗶𝗻𝘃𝗲𝘀𝘁𝗼𝗿𝘀 𝗹𝗲𝗮𝗿𝗻𝗶𝗻𝗴 𝘁𝗼 𝗽𝗮𝘀𝘀𝗶𝘃𝗲𝗹𝘆 𝗶𝗻𝘃𝗲𝘀𝘁 𝗶𝗻 𝗹𝘂𝘅𝘂𝗿𝘆 𝘀𝘁𝗼𝗿𝗮𝗴𝗲 𝗮𝗹𝗼𝗻𝗴𝘀𝗶𝗱𝗲 𝗺𝗲: https://api.leadconnectorhq.com/widget/form/ilq2Nf6VqqoHiGoYaTl3

Free Guides

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https://open.substack.com/pub/marckuhn/p/why-im-investing-millions-in-luxury

YOUTUBE

📺 𝗦𝘂𝗯𝘀𝗰𝗿𝗶𝗯𝗲 𝘁𝗼 𝗺𝘆 𝗬𝗼𝘂𝗧𝘂𝗯𝗲 𝗰𝗵𝗮𝗻𝗻𝗲𝗹 𝗳𝗼𝗿 𝗱𝗲𝗲𝗽 𝗱𝗶𝘃𝗲𝘀 𝗼𝗻 𝘄𝗲𝗮𝗹𝘁𝗵 𝗮𝗻𝗱 𝗿𝗲𝗮𝗹 𝗲𝘀𝘁𝗮𝘁𝗲.

www.youtube.com/@marckuhnmak/videos



YouTube video

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✅ 2-hour video course
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Get instant access here: https://marckuhn1.gumroad.com/l/realestate

📌 𝗔𝗿𝗲 𝘆𝗼𝘂 𝗮𝗻 𝗲𝗻𝘁𝗿𝗲𝗽𝗿𝗲𝗻𝗲𝘂𝗿 𝗻𝗲𝗿𝗱 𝘄𝗵𝗼 𝗰𝗮𝗻'𝘁 𝗵𝗲𝗹𝗽 𝗯𝘂𝘁 𝘀𝘁𝘂𝗱𝘆 𝗲𝘃𝗲𝗿𝘆 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗮𝗿𝗼𝘂𝗻𝗱 𝘆𝗼𝘂?

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Here's what you'll learn with me:

- How to invest in real estate
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I'm taking on 3 coaching clients in March.

Apply here: https://docs.google.com/forms/d/e/1FAIpQLSf32zZYq19VTz8BSMSwZrs4WQBn9Knwo4AzmgeE5pSS6ws-9A/viewform

10 financial lessons that took me 16 years to learn.

You can learn them in 2 minutes:

1. Don't diversify when you're broke.

Pick one thing. Master it. I did concrete for 5 years straight. Boring but it built the foundation for everything else.

2. Live like a monk for 5 years.

Live like you're poor for the first 5 years of your career so you can live like the 1% the rest of your life. No fancy car. No upgraded house. Just compound your skills and capital.

3. Reach higher than you think you can.

In construction, a $5K residential job is just as hard as a $500K commercial job. But one pays 100x more. Stop playing small, even before you feel you're ready.

4. Easy to buy = hard to sell.

Mobile homes are easy to buy, hard to sell. Quality assets in good markets are hard to acquire but easy to exit. Think about your exit before you buy your first property.

5. Play Monopoly, not Salary.

Optimize for equity, not income. A business that loses $10K/year for 5 years but is worth $5M at year 10? Play the long-term game of ownership.

6. Make money while you sleep.

If you disappear for 30 days and your business falls apart, you don't own a business. You own a job you bought yourself. Invest in people, process, and systems that run without you.

7. Real estate takes a decade.

You make money when you buy. But the real wealth comes in years 5-10 through appreciation and debt paydown. Play the long game.

8. Riches are in the niches.

Don't just "do real estate." Get specific. I'll spend a decade going deep on luxury storage before diversifying into other assets.

9. You become what you hate.

I used to think mini storage was inferior to luxury storage. Now I use both. Don't be so rigid you can't adapt. Your ego is the biggest enemy in business.

10. Don't buy yourself a job.

The coffee shop owner working 60 hours a week for the same pay as their old job? That's not freedom. Become an owner over the long-term, not just an operator.

These 10 lessons took me 15 years and millions in mistakes to learn.

You just got them in 2 minutes.

What lessons would you add to this list for your 20-year-old self?

---

♻️ Repost to help others build their wealth

Follow me Marc Kuhn for daily posts on building wealth with real estate, boring businesses, and ownership mindset

If you're in your 20s with $50,000 to invest — here's what I'd do in the next 90 days to determine if you're broke or wealthy in 10 years:

Path 1: Play it safe

→ Park it in a high-yield savings account
→ Pay off your car loan early
→ Keep it as an emergency fund
→ Wait for the "perfect opportunity"

You'll feel responsible. Smart. Like you made the grown-up decision.

In 10 years, you'll still have your $50K.

Maybe $65K with interest.

And zero assets that pay you monthly.

Path 2: Bet on yourself

→ Invest some in coaching and mentors
→ Start a business that cash flows
→ Acquire a small "boring" business
→ Put a down payment on real estate

You'll feel terrified. Reckless. Like you're risking everything.

In 10 years, that $50K becomes $500K in equity.

Plus monthly cash flow that replaced your salary.

The gap between these two paths isn't 30% better returns.

It's the difference between owning your time and selling it forever.

Most people choose safety because fear feels like wisdom.

But staying safe just means you're betting someone else will take care of your future.

Your employer. The stock market. Social security. Luck.

Betting on yourself means you're in control.

You get to build the asset. Set the terms. Stack the wins.

The people who regret their 30s aren't the ones who tried and failed.

They're the ones who played it safe and stayed stuck.

You don't need more money to start.

You need to stop treating the money you have like it's supposed to sit still.

If you had $50K to invest today, how would you put it to work?

Last week, a finance guy told me I'm "too loose" with my decisions. Here's what he can't see:

"You need to consider everything before taking action."

The problem with that thinking: 

Overly-analytical people get stuck in overthinking. The best entrepreneurs know how to move things forward.

Yes...obviously think about decisions in your company. But you don't need to be perfect (the enemy of progress).

The most important thing is to make a decision and learn from the outcome.

Sometimes you're going to screw up. When you burn yourself on the stove, you learn not to touch it again when it's scolding hot.

But when you don't make decisions at all, because you overthink everything, you get ZERO results.

Think about the last big decision you've been sitting on. 

How long have you been "gathering information"? 
How many spreadsheets have you built? 
How many people have you asked for advice?

And you're still in the same spot.

The over-thinkers:

→ Analyze every scenario
→ Wait for perfect information
→ Need complete certainty before acting
→ Watch opportunities pass them by

The action-takers:

→ Make the best decision with available info
→ Move quickly and adjust as they go
→ Learn from real-world feedback
→ Build momentum while others are still planning

You learn more from one bad decision than from zero decisions.

The spreadsheet mindset wants certainty. They want to model every outcome before moving.

The entrepreneur mindset accepts uncertainty. We know we'll figure it out as we go.

Both have value. But only one builds businesses.

I've made plenty of wrong calls. Hired people who didn't work out. Bid jobs that lost money. Invested in deals that flopped.

Every single one taught me something I couldn't learn from a spreadsheet. And every time I moved forward instead of staying stuck, I got closer to where I wanted to be.

You can't think your way into success. 
You learn from cause and effect through action.

Clarity comes from action, not analysis.

What's holding you back from making that decision you've been sitting on?

-

♻️ Repost to spread the wealth with your network

Follow me Marc Kuhn for daily posts on real estate, wealth creation, and entrepreneurship

Why is a 50-person company is easier to run than a 5-person company?

And a 300-person company is easier than a 50-person company.

Sounds backwards.
But it’s true.

When I started MAK Construction, I thought scaling would get harder at each level.

More people = more problems.

Wrong.

I used to be the guy saying, “If you’ve got 5 people, it’s really hard.”

Those first 5 employees felt impossible. You’re still the best at the work, but now you have to take care of yourself and make them better.

And you have to let them make mistakes. But the stakes are so high because one big screw-up can take down the whole ship.

That’s why most entrepreneurs never make it past 10 people.

Then a guy told me, “Wait till you get to 50. It’s so much easier.”

I didn’t believe him.

Holy shit, he was right.

At 50 people, you’ve got good people who think like you. Culture is set. Systems are in place. You’re not the one solving every problem anymore.

Then another guy told me, “Get to 300. It’s even easier.”

Same thing.
He was right.

At 300 people, no one relies on you for the day-to-day. The ships run without you. No key man risk.

You’re building the business, not running the business.

The hardest part is getting from 5 to 50. That’s the valley of death for most entrepreneurs.

You’re not small enough to do it all yourself anymore. But you’re not big enough to have real systems and people who can run without you.

You’re stuck in the middle:

→ Too many people to manage directly
→ Not enough people to have real departments
→ You’re still the bottleneck on everything
→ Can’t afford to hire senior talent yet
→ Junior people need constant oversight

This is where most businesses die.

They either go back to being a 5-person shop where the owner does everything. Or they try to scale too fast and implode.

The ones who make it through build the operational capacity first. Get the systems in place. Train people. Let them make mistakes when the stakes are manageable.

Then you can scale.

We’re at about 50–60 people now depending on the season. Starting to feel that shift where it’s not all on me anymore.

Next phase is getting to where nobody needs me at all.

What’s been the hardest employee threshold for you?
And what changed when you got past it?

--

♻️ Repost for other founders building right now.

Follow me Marc Kuhn for daily posts on building wealth with real estate, boring businesses, and ownership mindset

My competitors call me a bragger. My employees call me a mentor. Here's why both are right:

I only operate my businesses one way.

And that creates two very different reactions:

Growth-minded operators:

→ They see our success and want their own
→ They want opportunity, not just a paycheck
→ They reach out asking how to learn
→ They apply to work here because they see the path

Competing business owners:

→ They call me a show-off
→ They hate that I share what's working
→ They hope I'll stop posting and go away
→ They're protecting their territory while I'm building

Here's what I've learned building MAK Construction to $30M+ and developing 500,000 SF of luxury storage:

You can't grow a real business doing everything yourself.

That's not a business. That's key man risk.

I'm a people-first company because I have to be.

I can't pour concrete, manage projects, raise capital, close deals, and develop properties all by myself.

Most entrepreneurs I coach operate solo. No employees. No systems.

They hit the same revenue ceiling year after year.
They see building a team as "the problem."
That's exactly why they can't scale.

Look at the baby boomers—businesses dying because they never trained successors, never built systems beyond themselves.

I'm not playing that game.

I'm not here for quick wins or to stay small.

I'm here to scale this bigger than me and create opportunities for new partners.

So yeah, my competitors think I brag too much.

And my team knows I'm betting on their growth.

Both are seeing the same thing through different lenses.

You can't let other people's perception of you prevent you from building YOUR way.

Agree?

-

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"If you're not growing, you're dying."

In construction, that's B.S. (here's why):

2025 goal: $30M revenue at 5% margin.

2026 goal: $30M revenue at 7-10% margin.

We're aiming for the same revenue, but at higher margins, and it'll look like a totally different approach.

Most people think growth means adding more volume every year.

• More projects. 
• More employees. 
• More equipment. 
• More revenue.

That’s what we did for 15 years. Chase volume. Keep growing. Keep pushing.

But we learned something this year.

If I stopped growing today and just maintained with the personnel we have, we could make millions more in profit. In construction, this is the growth path.

To grow, you reinvest nearly every dollar or profit back into the business.

This year we’re doing something different.

$30M in revenue again. But we’re not adding a bunch of new stuff.

We’re plateauing intentionally.

We’re growing our operational legs instead of just adding more jobs:

→ Better processes so jobs run smoother
→ Less chaos, fewer mistakes
→ Same teams getting more efficient
→ Higher margins on the work we’re already doing

Then next year?

We grow again.

This is the cycle nobody talks about.

Grow, then plateau.
Grow, then plateau.

If you only grow, you never build the operational capacity to handle it. You’re always scrambling. Always putting out fires. Always thin on margins because you’re throwing bodies at problems.

But if you pause to build the machine, everything gets easier.

Then you grow into the next phase.

It’s a vicious cycle. But it’s how you build something sustainable.

Most entrepreneurs think they have to keep growing or they’re failing.

Sometimes the smartest move is to do the same thing...and do it better.

What's your growth strategy for 2026? 

More of the same but better? Or are you in growth mode?

--

P.S. If you want to see how I build my companies in public, I write a newsletter every week showing you how.

Check it out: https://lnkd.in/gfVw8HpQ

The thing that kills your business fastest = YOU.

How to build as an Owner > Operator:

To grow past a few employees and survive, you must remove "key man risk".

Your biggest risk when you're building a business is not competition or the economy.

It's you.

Because you’re the key man. And key man risk is a death sentence.

I’ve been thinking about this a lot lately across all our businesses. 

• Construction
• Drilling
• Capital Raising
• Storage Development

If I disappeared tomorrow, which ones would survive?

At 5 employees, the answer is none. You’re the one who knows everything, does everything, fixes everything.

At 50, you start to have people who can run without you. But you’re still critical for big decisions.

At 300, the business runs itself. You’ve built systems and people who can handle almost anything.

The shift happens when you stop being the operator and become the builder.

Most entrepreneurs never make that shift. They stay stuck as the key man forever.

My focus in 2026 is reducing key man risk across every business we run.

Not by adding more overhead.
But by raising the capacity of the people we already have.

Chris in drilling? He’s the key man right now. He’s the best driller. He knows how to run every job.

But we can’t scale that business past $1M revenue if everything runs through Chris.

So we’re building the process:

→ Training programs for every crew
→ Systems so jobs run the same way every time
→ SOPs so knowledge isn’t in one person’s head
→ Authority pushed down so Chris isn’t bottleneck

Same thing in construction.
Same thing in capital raising.

Delegate to the people already there. Raise their capacity. Give them authority to make decisions.

Process reduces key man risk more than people do.

You can hire 10 more people. But if they all need you to make decisions, you’re still the bottleneck.

Or you can build the process so the people you have can operate without you.

That’s the goal. Not to work less. But to build businesses that don’t need me to survive.

Most entrepreneurs confuse being busy with being valuable.

If your business can’t run without you, you don’t own a business. You own a job.

And you’re the highest paid employee who can never quit.

Where’s your biggest key man risk right now?

And what’s one thing you could delegate this week to reduce it?

--

♻️ Repost if this resonates

Want business advice from 16 years of building a business?

I wrote it all out and sent it to 6K+ people this morning: https://lnkd.in/gfVw8HpQ

I learned a lesson in my 20s that helped me build a $60M real estate portfolio in by 36:
 
Nobody is going to do it for you. 
 
• Making money 
• Starting businesses 
• Leveling up your skills 
• Figuring out how to grow 
 
But here's the good news: 
 
You can ask for help and speed things up. 
 
In my 20s I was a concrete guy. 
 
Dropped out of college and built a 7-figure business that was drowning me... 
 
• Doing all the jobs 
• Micromanaging my crews 
• No clue how to delegate 
 
Result: I ended up in the hospital from exhaustion with a Doctor asking me: 
 
"𝗪𝗮𝗻𝘁 𝘁𝗼 𝗹𝗶𝘃𝗲 𝗹𝗼𝗻𝗴 𝗲𝗻𝗼𝘂𝗴𝗵 𝘁𝗼 𝘀𝗲𝗲 𝘆𝗼𝘂𝗿 𝗸𝗶𝗱𝘀 𝗴𝗿𝗼𝘄 𝘂𝗽? 𝗧𝗵𝗲𝗻 𝗜'𝗱 𝗺𝗮𝗸𝗲 𝗰𝗵𝗮𝗻𝗴𝗲𝘀 𝗡𝗢𝗪." 
 
This wake-up call led to a new skill stack. 
 
• Self-education 
• Hiring mentors 
• Reading books 
• Going to conferences 
 
Nobody is going to succeed for you. 
Self-education is the only way. 
 
How are you investing in self-education for 2026?

Tell me in the comments.

--

I started a newsletter to teach what I've learned about business, real estate, and financial freedom.

Join 5,200 who read it: marckuhn.substack.com

In 2025 I bought a "boring" drilling business and grew it to $950,000 revenue in year one.

If you're interested in buying and growing a boring, cash-flowing business, this post is for you.

"Buy a boring business and it cash flows from day 1!"

The internet loves to pitch this dream.

Here's what nobody tells you:

Year one revenue: $950k
Year one profit: $260K
Cash we kept: $0

We reinvested every dollar back into growth.

→ Bought 2 more drilling rigs
→ A Peterbilt truck and flatbed trailer
→ Support equipment
→ Hired more people

And we billed almost $1M but we're still waiting on $450K in accounts receivable. In drilling, you don't get paid up front (like general contracting). So you front the labor and could take months to get paid.

Year one looks good on paper. But you're not pulling cash out. You're pouring it back in to scale.

We went from 2 rigs to 4 rigs. 
Revenue goal for year two: $2.5M.

But drilling has something construction doesn't: 40% margins.

Compare that to construction's 5-10% if we're lucky. We can track profitability weekly. Bill $200-400K per month. No 8-month retainage holds.

It's a good business. Just not the overnight cash cow people sell online.

The real challenges in year one:

Our sales exploded faster than expected. Success created operational problems. Our key guy Chris is working 90-hour weeks—textbook key man risk.

And we're learning the hard way: you can't just "buy cash flow." You have to sell, deliver, build systems, and reinvest everything before you see real returns.

The payoff comes in years 3, 4, 5 when you've built the machine.

I broke down the full story in my newsletter for premium community members—how we bought it with seller financing, what we learned, and 7 lessons from year one:

👉 https://lnkd.in/dtgcWkJh

What's the biggest internet myth you've busted from buying or building your own business?

--

♻️ Repost to spread the wealth with your network

Follow me Marc Kuhn for daily posts on real estate, wealth creation, and entrepreneurship.

If I were in my 20s or 30s and had to start real estate from zero today, here's what I'd focus on:

Cash flow. That's it.

Not appreciation.
Not "hot markets."
Not trying to time anything.

The first deal isn't about winning big—it's about surviving and repeating.

I remember my first deal clearly.

Used almost all my savings. Confidence disappeared overnight. Every possible doubt showed up at once:

"Did I mess this up?"
"Will it actually cash flow?"
"What happens if the market tanks?"

That discomfort is normal.

What matters is how you respond.

Most beginners obsess over the wrong things:

→ Perfect timing
→ Getting the best price
→ Picking the next hot neighborhood

None of that keeps you in the game.

You know what does?

A property that pays its own bills.

Cash flow buys you time. Time lets you learn. Learning compounds.

If the deal only works when everything goes right, it's not a deal—it's a gamble.

Here's what I'd look for:

✅ Cash flows with conservative assumptions
✅ Still works if rents stay flat
✅ Still works if expenses increase
✅ Still works if rates change

Boring? Yeah.

But boring properties don't keep you up at night.

The debt conversation nobody wants to have:

Bad debt = You pay for it
Good debt = Tenants pay it off

That's the only leverage I care about.

If the tenant can't cover the mortgage, the property owns you. I've watched too many people learn this the hard way.

Your first deal teaches you how to invest:

→ Rely on appreciation? You normalize speculation.
→ Underestimate expenses? You normalize surprises.
→ Stretch too far? You normalize anxiety.

Those habits don't disappear as deals get bigger.

They explode.

Real estate isn't a race.

You don't need ten deals.

You need one deal that doesn't break you.

I've built a $60M+ portfolio, one boring property at a time. No shortcuts. No fancy markets.

Just tenants paying down debt over decades. Not flashy. But it leads to skills that build you future freedom.

The pattern that works:

Cash flow → Patience → Experience → Confidence

That's how real wealth gets built in real estate.

If I started over today, I wouldn't try to look smart.

I'd try to stay alive long enough to get wise.

What did your first real estate deal look like?

--

♻️ Repost to help someone skip the expensive lessons

I break down boring deals that build wealth every week → marckuhn.substack.com

Made $260K profit buying a "boring" business.

Kept exactly $0 of it. Here's why:

People see "profitable business" and think you're cashing checks.

That's not how it works (at first) when you acquire a boring, cash-flowing business.

We bought a drilling company with 2 rigs in 2025. Made $260,000 profit year one.

Every single dollar went right back into growth.

Bought 2 more drilling rigs for about $500K.
Now we've got 4 total.

→ Peterbilt truck to haul them
→ Flatbed trailer for transport
→ Support trucks for each crew
→ Still need another truck and trailer

That's just the equipment side.

Then you've got people.

Each rig needs a 2-man crew to operate it.
Can't just buy the rig and expect it to print money.

Someone's gotta run it.
Someone's gotta maintain it.
Someone's gotta manage the jobs.

This is the part nobody talks about when they sell you on "buy a boring business for passive income."

Boring businesses aren't passive when you're growing them.

They eat cash.
Lots of it.

You're profitable on paper.
But you're reinvesting faster than you're pulling out.

That $260K profit?
Gone before we could even think about distributions.

And we still need more equipment to hit our $2.5M revenue goal this year.

Most people who buy businesses think profit = cash in pocket.

Profit = fuel for the next phase.

You're either growing or you're dying.
Can't sit still in a services business.

The payoff comes later.
Year 3, 4, 5 when you've built the machine and can finally start pulling cash out.

But years 1–2?
You're building. Not harvesting.

If you bought a business expecting year-one cash flow, how long did it actually take before you could pull money out?

--

♻️ Repost if this resonates

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$1,500,000 a year from 8 acres off a highway.

Most investors ignore land like this.

Here’s the breakdown of our recent $10M luxury storage project:

• 8 acres.
• 100,000 sq feet
• Hartford, South Dakota.
• 100,000 cars driving by daily

Not downtown. 
Not urban infill. 
And that’s exactly the point.

We’re not trying to squeeze between apartment buildings.

We’re not fighting for space or overpaying for zip codes.

We paid $1,050,000 for a site with frontage on a major highway and 100,000+ cars driving by every day.

We build where there’s land.
We build where there’s visibility.
We build where the numbers work.

Because luxury storage doesn’t need a skyscraper — it needs acreage, access, and attention.

This is what post-stabilization numbers look like:

→ Project cost: ~$9.8M
→ Annual revenue: ~$1.5M
→ Operating expenses: ~$350K
→ NOI: ~$750K
→ Debt service: ~$550K
→ Cash flow: $150–200K/year

Even with interest rates what they were, the deal penciled with room to spare.

It worked because we built it at a 7.5% cap rate. 

This created positive leverage from day one.

Eight years ago, I was pouring concrete.

Today, I’m leading $10M+ projects with a full stack of systems, operators, and LPs.

And our luxury storage brand, Mega MAK, is scaling across the Midwest.

It’s not sexy. 
It’s not trendy.
It’s not a tech unicorn.

But it’s simple, scalable, and cash-flowing for decades.

Do you like "boring" cash-flowing investments like we do?

- -

P.S. If you're an accredited investor and want to learn about future opportunities, DM me "luxury storage" to connect.

Favorite quote: "You never outsave inflation."

Here's why I buy assets > hoarding cash:

I learned this watching people work their entire lives, save every dollar, and still struggle to retire comfortably.

Meanwhile, the people who bought assets 20 years ago are financially free.

Here's the difference:

Cash savers:

→ Put money in savings accounts earning 2-5%
→ Inflation eats 3-7% of purchasing power annually
→ Feel "safe" because their account doesn't dip
→ Actually losing wealth every single year

Asset builders:

→ Buy real estate, businesses, equity
→ Generate cash flow from those assets
→ Benefit from appreciation and debt paydown
→ Use inflation as a tool instead of fighting it

I started MAK Construction at 22 with $2,500. I could have saved my profits and been "safe."

Instead, I bought my first rental properties before I felt ready. Invested millions back into the business. Started new companies. Bought more assets.

If I had the mindset of saving my pennies and fearing I'd lose money investing...all of my income would be tied to how many hours I work.

Instead, I bought cash-flowing assets that paid me every month while appreciating over time.

Here's what most people get wrong:

They think saving money = building wealth.

It doesn't.

Saving money = preserving what you already have.

Building wealth = owning assets that generate more money.

Every dollar sitting in a savings account is losing value. Every dollar in a cash-flowing asset is working for you.

The wealthy understand this. 
That's why they own things.

• Real estate. 
• Businesses.
• Intellectual property.

Things that produce income and appreciate faster than inflation.

You can't save your way to freedom.

But you can buy assets that create freedom.

What assets are you buying in 2026 to outpace inflation?

-

♻️ Repost to spread the wealth with your network

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Herd mentality is a disease that keeps you broke.

What it looks like (so you can avoid it):

• Pick a "safe" career
• Stay on the path for 40 years
• Save all your pennies and dollars
• Stuff it all in a 401(k) until you're 70
• Trade 60,000+ hours of life for a paycheck
• Ask your boss "pretty please" for a 3% raise

Then, if you're lucky, you can spend the last decade of your life sitting on a beach or golf course.

The problem with this outdated career advice...

It doesn't work.
It burns people out.
It eats up all of your time.
It leads to golden handcuffs.
It chases someone else's goals.

And...it's not the path to financial freedom.

I'm not against 9-5s. It's valuable to start your career learning inside a company.

For skill acquisition, relationships, and experience.

But if you want to be financially free before you're 70, excited to get out of bed every day...

Build a side hustle.
Work 5-9 for a few years.
Turn it into a cash-flowing business.
Invest your cash flow in appreciating assets.
Learn how to create leverage (code, capital, content)

I chose construction, development, and real estate.

But there 101 other paths that work, too.

The goal: Own equity in something.

That's the path to freedom...not 3% inflation raises.

Agree or disagree?

--

♻️ Repost to spread the wealth

Follow me Marc Kuhn for daily posts on building wealth through investing, boring businesses, and ownership mindset

You want a 6-figure passive income stream

But you're going about it wrong.

Step 1 to passive income:

Get less passive.

I'll tell you from experience:

Most of my "passive" investors got to this point by being anything but passive.

- They built businesses.
- They saved aggressively.
- They worked incredibly hard.
- They climbed corporate ladders.

The reality is that most successful passive investors put in years (sometimes decades) of active work before they could become truly passive.

I see this firsthand with our luxury storage investors:

- High-earning professionals
- Successful business owners
- Entrepreneurs who've had exits
- People who've built wealth actively

They didn't start with passive investing...

They earned their way there.

So don't start by trying to be passive.

Start by being as active as you can be.

The passive income will follow.

--

P.S. If you're interested in passively investing in our luxury storage developments, DM me "storage" to learn more about upcoming opportunities.

I obsessed over operations in my companies.

But I ignored a $10,000,000 problem.

I put all of my energy into operations...and didn't hire a salesperson until year 16 of MAK Construction LLC.

For years, I was the only one bringing in private work.

Everything else? Public bids. Low-bid jobs. A race to the bottom.

I told myself we didn't need a dedicated salesperson. I'd handle business development while running operations.

That was a massive mistake.

Here's what happens when you don't have sales leadership:

→ You only take work that comes to you
→ You compete on price instead of value
→ You're stuck in reactive mode
→ Growth becomes a bottleneck because you're the only one selling

My general manager always wanted operations fully dialed in before we sold the next project. Make sure we had capacity. Make sure systems were perfect. Make sure we wouldn't overextend.

Sounds smart, right?

But when sales dropped and overhead stayed high, we had to make brutal structural changes. Demote people out of the office and into the field. Cut costs we should have never needed to cut.

All because we optimized for operations instead of sales.

Then we acquired a drilling company.

And I did the opposite. We focused on selling and servicing everyone. These customers were used to drillers who don't return calls and have zero business systems.

So we called the top of the food chain. The largest drilling companies in the Midwest.

Turns out their drillers couldn't handle the volume. They needed help with transmission lines and data centers.

Our work exploded. Almost $2M on the books. We'll surpass what we expected for the entire year.

Now we had a different problem: scaling operations to keep up.

We had to double the rig count to 4. Purchase 2 more rigs, semis, support trucks with tooling. About $600K in additional capital.

And the biggest challenge? We have one key person answering calls, scheduling, handling breakdowns, keeping clients happy. He's working 90 hours a week and burning out fast.

Classic key man risk.

But here's the difference: this problem exists because sales are strong.

That's a problem you want to have.

You can fix operations when you have revenue. You can hire people. Build systems. Create processes.

You can't fix a lack of sales by perfecting operations.

Sales creates the opportunity to build everything else.

Operations keeps the machine running. But sales is the fuel.

If I could go back, I would have hired a salesperson years ago. Someone hunting private work while I focused on running the business.

The bottleneck was never our ability to execute. It was our ability to fill the pipeline.

What's the bigger bottleneck in your business—sales or operations?

-

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Our kids own an 8-unit townhome complex.

We bought it for a great price in North Dakota.

It's their alternative college fund, and will hopefully fund their first house, car purchase, and give them a little cash-flow when they graduate college.

Every summer I take them there to plant flowers and improve the landscaping.

People assume I'm teaching them real estate.

I'm not.

I'm teaching them that everything you own is a reflection of you.

Pride of ownership isn't about perfection. It's about standards.

It's like making your bed. You're going to sleep in it again and mess it up tonight. But that's not the point.

The point is if you can't take care of small things, you won't take care of big things.

The car you drive. The house you live in. The business you run. It all says something about who you are.

Their 8-plex is low-income housing. Most landlords would let a property like that look like trash and call it "good enough for HUD."

But ours is one of the nicest HUD properties in the region.

It stays 100% occupied year-round, and it's not because of location. It's because of how we maintain it.

I learned this in construction. When I drive past a job site, I can tell you everything about how that project is going before I even talk to the foreman:

→ Trucks scattered everywhere? Project's behind.
→ Materials piled randomly? Budget's blown.
→ Mud on the street? Nobody's leading the site.

Our sites look different. Trucks are lined up. Materials are staged. The area is swept daily.

Because site presence tells the world whether you give a damn or not.

That's what I'm teaching my kids with this 8-plex. Not how to plant flowers or mow a lawn.

How to take pride in everything that has your name on it.

Most people own things. Few people truly care for them.

Your tenants notice. Your clients notice. Your competitors notice.

And more importantly, you notice.

The way you care for what you own becomes the way you care for everything else in your life.

What's one thing you own that reflects your standards?

-

If you want to know how you can do this for your kids, I broke it down for parents here: https://lnkd.in/g-qJ3X-N

Short-term thinking will kill YOUR returns.

Investors want 3-year returns on storage.

But storage facilities take 5+ years to hit peak cash flow.

I've been developing our Mega MAK luxury self storage for years now. Built over 500,000 SF across multiple markets.

And I keep seeing the same pattern from investors who think about self storage with a short-term mindset:

• They expect immediate cash flow.
• They want to flip in 3 years or less.
• They're measuring success on the wrong timeline.

A self storage deal has 3 stages of life:

Years 0-3: The Baby

→ You're spending money to own it
→ Lease-up doesn't happen overnight
→ Marketing costs are high

Years 3-5: The Kid

→ Property stabilizes
→ Occupancy hits 80-90%
→ You're finally positive healthy cash flow

Years 5+: The Adult

→ Cash flow really picks up
→ Debt pays down
→ Property value compounds
→ This is where wealth is built

Most investors today want 5-year returns on a 2-year timeline.

It doesn't work that way.

10 years used to be the standard hold period. That's when you see real appreciation and equity growth.

Then it shifted to 4-6 years.

Now everyone wants 3 years or less.

That's not investing. That's just building, stabilizing, and selling before the real money shows up.

Here's what happens when you think long-term:

→ You capture the full appreciation cycle
→ You benefit from debt paydown
→ You avoid selling into a soft market because you "need" an exit
→ You compound wealth instead of chasing the next deal

I didn't build a $60M portfolio by flipping every 3 years.

I built it by holding boring, cash-flowing assets through multiple cycles.

The wealth isn't in the flip. It's in the hold.

Question for real estate investors:

Were your best returning assets from quick flips, or buy and hold?

-

P.S. We're always looking for the right long-term partners. 

DM me "storage" if you're an accredited investor interested in learning more about luxury storage opportunities.

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